Want to make yourself valuable at work? Learn to sell, sell, sell. Want to make yourself indispensable? Teach and coach others to sell, sell, sell–and sell some more. That´s right. Nothing is more important to a company than bringing in revenue, and no one brings in the revenue like a good sales coach. Become the best one you can possibly be and you´ll always have a place in 21st century Corporate America. (more…)

Coach Your Team to Victory

By understanding the E&O Insurance application process, Broker Dealer Executives can improve their program’s coverage, manage insurance carrier relationships and improve claims handling.

Pick the Right Quarterback

Get in the game with a veteran, not a rookie. (more…)

Investors are not the only group going after the industry’s deep pockets. With numerous class actions pending against broker dealers by unhappy reps, it has become clear that claims between reps and their firms can be even more costly than the claims made by unhappy investors.
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Mutual funds and independent money managers made a great start in the late 90’s, when they began offering “value-added” services instead of just the usual “dog and pony” shows with pizza and Pepsi. Furthermore, they were able to build and maintain their relationships with financial advisors and branch managers through marketing, practice management, business building, and asset-capturing strategies. (more…)

Fifth Annual Business Continuity Planning Conference & Exhibit

Sponsor: Securities Industry Association (SIA)*

Location: New York Marriott Marquis, New York City (more…)

A functional back office that delivers good service to advisors must be nurtured by management. No matter how much they produce, advisors who are rude and condescending to support staff should be weeded out before they set a dangerously negative tone.

Recently, I started a weekly 30-minute radio show through ProducersWeb.com interviewing broker/dealers, and it wasn’t long before I discovered a recurring pattern among my guests. When asked what kinds of advisors they target, instead of talking about “Advisory focus,” “Big producers” or “Financial planning Approach,” as I was expecting, their first reply is usually: “We want them to be nice!” (more…)

A functional back office that delivers good service to advisors must be nurtured by management. No matter how much they produce, advisors who are rude and condescending to support staff should be weeded out before they set a dangerously negative tone.

Recently, I started a weekly 30-minute radio show through ProducersWeb.com interviewing broker/dealers, and it wasn’t long before I discovered a recurring pattern among my guests. When asked what kinds of advisors they target, instead of talking about “Advisory focus,” “Big producers” or “Financial planning Approach,” as I was expecting, their first reply is usually: “We want them to be nice!” (more…)

A functional back office that delivers good service to advisors must be nurtured by management. No matter how much they produce, advisors who are rude and condescending to support staff should be weeded out before they set a dangerously negative tone.

Recently, I started a weekly 30-minute radio show through ProducersWeb.com interviewing broker/dealers, and it wasn’t long before I discovered a recurring pattern among my guests. When asked what kinds of advisors they target, instead of talking about “Advisory focus,” “Big producers” or “Financial planning Approach,” as I was expecting, their first reply is usually: “We want them to be nice!” (more…)